Tony Zambito

MARCH 12, 2017

Digital transformation in B2B is having a major impact on how people interact, solve problems, work together, and ultimately make buying decisions. Looking at the past histories of sales by variables such as geographies, territories, and various channels. You Are Working From Old Organizational Hierarchy Perceptions.

Buyer Personas 251

Buyer Personas B2B Digital Transformation B2B Sales 251

Tony Zambito

MARCH 6, 2017

While B2C has most of the buzz related to digital transformation, the impact is felt mostly in channels and distribution. Yet the distribution channel of how consumers get a book has been radically disrupted through digital transformation. For example, the physical properties of a book will forever remain the same.

Digital Transformation 253

Digital Transformation Buyer Personas Lead Ranking B2B 253

Tony Zambito

OCTOBER 25, 2010

  Mead’s work concerned itself with human interactions and the symbolic nature of the world and languages.    Mead theorized that how people view the world, as well as experienced the world, shaped human interactions and that our interactions with others also shaped our view of society. 

Design 100

Design Buyer Personas B2B Thought Leadership Multi-Channel 100

Tony Zambito

NOVEMBER 1, 2010

  Buyer Interaction Modeling : For every stage in the buyer’s journey, interactions that correlate to a buyer’s journey lead to successful buyer experience design.  Collectively, these three essential aspects represent the building blocks of Buyer Experience Design. 

Design 100

Design Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

JUNE 13, 2011

.  Social influence dynamisms require us to look at the opposite of duplicating messages across multiple channels.    Insights can reveal how social buyers are accustomed to social interaction by various channels.    Organic. .    Organic.   Either they worked or didn’t work. 

Buyer Personas 100

Buyer Personas Peer-to-peer Planning Viral Marketing 100

Tony Zambito

NOVEMBER 1, 2011

  Compounding perceived risks is the increase in choices as mentioned in my previous article as well as new social channels to explore.    This new mishmash of complexity, choices, and new channels causes a much higher degree of uncertainty on the part of buyers.

Purchase 100

Purchase Correlation Barriers Sales Qualified Leads 100

Tony Zambito

FEBRUARY 28, 2016

My interaction with buyers, via hundreds of B2B buyer interviews in multiple industries, leads me to believe this outcome is a correlation as opposed to a paradox. When you also factor in multiple channels or platforms, this number perceivably can go to 80 to 100! I am not sure it is a paradox.

Buyer Personas 100

Buyer Personas B2B Content B2B Sales 100

Tony Zambito

MAY 18, 2011

The pendulum has been swinging rapidly during the past two years with respect to understanding buyer behavior and interactions in the social age.      What we know for sure is that the dynamics and interactions between businesses and buyers are undergoing their most significant transformation in many years and decades. 

Peer-to-peer 100

Peer-to-peer Buyer Personas B2B Thought Leadership Lead Ranking 100

Tony Zambito

SEPTEMBER 27, 2015

Never more pressing as digital channels expand and become more immersed in the conduct of commerce. Whether these tasks and activities are specific to being initiated by consumers and buyers or specific to the type of interaction. Thus, we get plenty of journey perspectives related to detailing web, email, or phone interaction.

Allocation 100

Allocation Buyer Personas CMO Press 100

Tony Zambito

DECEMBER 12, 2010

  The digital age bringing new expectations on the part of buyers for learning experiences, subject matter expertise, innovative customization, and varied channel engagements.  .  Buyers are asking for better experiences and better solutions.    This question undoubtedly will be pondered for quite some time. 

B2B Sales 100

B2B Sales Buyer Personas Multi-Channel B2B 100

Tony Zambito

NOVEMBER 28, 2010

This past year we’ve witness a meteoric explosion of social media, social business, and many other peripheral digital communications channels.    Without question, social media has dominated the business news in terms of conventional media channels as well as digital media channels.  

Social Media 100

Social Media Peer-to-peer Buy Media 100

Tony Zambito

JULY 18, 2011

.  When implemented correctly, buyer personas have been used to inform the design of buyer strategies and interactions.  From Content Presentation to Social Interaction.   The term “content marketing” is gaining a foothold due to the explosion of new media channels resulting from the Internet and the Social Age. 

Buyer Personas 100

Buyer Personas Lead Ranking Ideal Customer Profiles Opt-out 100

Tony Zambito

MAY 22, 2011

In my article, Social Buyerology: Understanding Buyers in the Social Age , I offered perspectives on the need for a new discipline in B2B Sales and Marketing related to understanding new buyer behaviors and interactions in the social age.    Social technologies impacting the way buyers interact, network, and reach decisions. 

Research 100

Research Buyer Personas Multi-Channel Validation 100

Tony Zambito

DECEMBER 5, 2010

Sales will require development of meeting buyer demands for an experiential interaction with sales that is more than just a focus on relationships alone. The predominant driver in sales over the past twenty-five years has been a focus on relationship selling in various contextual forms such as consultative selling, VIP selling, and etc.

Trends 100

Trends Buyer Personas AIDA Buyer's Journey 100

Tony Zambito

NOVEMBER 8, 2010

When organizations increase the value of their provision of buyer experience, this will in turn create demand on the part of buyers to want to engage in fulfilling interactions that helps them to achieve their goals. 

Peer-to-peer 100

Peer-to-peer Buyer Personas Demand Generation Agencies Fulfillment 100

Tony Zambito

OCTOBER 27, 2010

  Engagement channels continue to expand exponentially each year which Carlson also notes in terms of the increase number of marketing channels.    Engagement channels continue to expand exponentially each year which Carlson also notes in terms of the increase number of marketing channels. 

Trends 100

Trends Peer-to-peer Buyer Personas Marketing Automation Services 100

Tony Zambito

JANUARY 10, 2011

  What are the types of interactions, channels, and experiences that will keep buyers engaged over the entire buyer journey and sales cycle?  .  If they stick around long enough and longer than with your competitors, the higher the conversion rate from prospect to buyers.   

B2B 100

B2B Buyer's Journey Sales Cycle Demand Generation 100

Tony Zambito

MARCH 30, 2012

SMB businesses, not so surprisingly, may be surpassing larger enterprises in their adoption of new technologies for interacting with buyers. With this being the case, larger enterprises need to focus on creating seamless buyer-based experiences that allow SMB businesses to act quickly, make choices , and do so in the channels they prefer.

SMB 100

SMB Advertising Channels Enterprise Management Work Management 100

Tony Zambito

DECEMBER 16, 2020

This will increase the need for organizations to consider Buyer Interaction Design (BxD) as they plan ahead. No matter the channels they choose. Buyer Desire For Seller-Free Interaction Grows. However, at this stage, it is evident that buyer desire for seller-free interactions is on the rise.

Allocation 285

Allocation Buyer Personas Marketing & Strategy Interactive Marketing 285

Tony Zambito

APRIL 12, 2010

  As the Internet changed our very means of how we view information, social media technology and social media channels are changing our views of customer relationships and conversations.  The impact of Social Business is proving to be a seminal period in our history. 

Buyer Personas 100

Buyer Personas Business Social Media Lead Ranking 100

Tony Zambito

OCTOBER 18, 2010

B2B complexity has a robust chemistry of sales, content marketing, partners, and channels that all provide various touchpoints in the assessment phase.  .      Experience Phase 3: Assess.   This is the phase that a potential buyer can encounter support for the very first time.    How?

Buyer Personas 100

Buyer Personas Buyer's Journey Allocation Trigger Marketing 100

Tony Zambito

FEBRUARY 14, 2022

Brent makes a case for adapting to a shift of multi-channel buying. Not only do B2B organizations need to be wary of the single buyer syndrome but also that of the single interaction channel syndrome. Years ago, I wrote about the danger of looking through the lenses of a single buyer.

Buy 147

Buy Gartner B2B B2B Sales 147

Tony Zambito

MARCH 4, 2012

The invisibility of buyers who are in explore and network mode of the buyer choice model makes it an imperative for B2B businesses to better understand how different buyers interact with different channels that create impressionable brand and buyer experience.

Top of Funnel 100

Top of Funnel B2B B2B Sales Wikipedia 100

Tony Zambito

MAY 20, 2012

Particularly those who have large bases of existing customers and have seen the mix of channels used by customers become more diverse as well as integrated. Companies striving to remain relevant to their customers will need to constantly update their knowledge of evolving channels and buyer preferences and how they relate to buyer goals.

Buyer Personas 100

Buyer Personas Lead Ranking Demand Generation Agencies Ideal Customer Profiles 100

Tony Zambito

FEBRUARY 22, 2012

The floodgates have opened on channels, social media, old media, the Internet, and countless other ways to interact, explore, retrieve, and digest information in this new era of the buyer. Simply stated, buyers are making multiple choices prior to as well as well after buying decisions. Why It Is Important to Understand Buyer Choice.

Top of Funnel 100

Top of Funnel B2B Sales Marketing Funnels Wikipedia 100

Tony Zambito

FEBRUARY 28, 2012

This comes with many implications for B2B leaders to not only understand new buyer psychology but to also shift business models, operations, strategies, and interactions that transforms the way they connect with B2B buyers. Each of these now filled with more psychological aspects related to why B2B buyers buy.

Top of Funnel 100

Top of Funnel B2B B2B Sales Demand Generation 100